Pavlov Observed That When He Conditioned Dogs to Salivate to a Particular

question 258

Multiple Choice

Pavlov observed that when he conditioned dogs to salivate to a particular tone, not only would they salivate to this tone but also to other similar tones. This phenomenon is known as

• A)negative reinforcement
• B)stimulus discrimination
• C)shaping
• D)stimulus generalization

Identify the different types of buying situations: new buy, modified rebuy, and straight rebuy.

Recognize the influence and importance of gatekeepers in the buying process.

Analyze how influencers affect the buying decision by defining specifications.

Distinguish between deciders and buyers in organizational purchasing decisions.